Array Networks a leader in Application Delivery Networking with over 5000 worldwide customer deployments interacts with DQ Channels. Shibu Paul, regional sales director – India, ME and SEA at Array Networks shares his plans for channel partners.
“Array solutions are recognized by leading enterprises, service providers and public sector organizations for unmatched performance and total value of ownership. Array is headquartered in Silicon Valley, is backed by over 300 employees worldwide and is a profitable company with strong investors, management and revenue growth,” says Shibhu Patel.
1. How may channels partners are there working with the company? Can you name a few and also is company looking to increase channel partners of any specific regions.
Array Networks has almost 50 partners who are part of the Array total value program. This program will drive new business opportunities and increase profits by marketing products and solutions for channel partners, VAR’s and SI’s. We have many large SI’s who work with us to meet industry demands in networking services. Array is associated with key T2 partners like Network Techlab, Hitachi Systems Micro Clinic, Valuepoint Techsol, Quadsel, Systech, and Conventus.
2. Any new tie-ups.
We have signed a strategic tie-up with Hitachi Data Systems to offer all large enterprises and SMEs with comprehensive data center solutions. Many organizations today face challenges in protecting their data when disaster strikes. To meet this challenge, we are offering DC_DR replication over WAN. Our partnership will guarantee business continuity for enterprises, and can leverage on replication and optimization to improve performance under disaster conditions. Enterprises can gain access to a more comprehensive portfolio of data center solutions to address increasing data center challenges.
3. Can you brief some channel programs or strategies
We have a channel partner program called ‘Array total value program’ dedicated to provide partners with the most competitive products and services along with high caliber support, the best resources and incentives.
We have also extended our Total Value Channel Program to Tier II application vendors. The program allows channel partners to drive new business strategies and enhance their ability to sell solutions and services.
Array’s technology partnership program allows enterprises to team with us to increase business opportunities through joint solutions, product synergies and activities like training and development of partners, back end programs, front end support etc.
Amit Kulkarni, regional manager at Tashee Infosystems opines, “The Total Value Channel Program gives us an extra edge in understanding and further offering a complete solution to our customers, which helps us to be a one point contact for major services. We appreciate that Array Networks has taken the necessary steps to reach out and educate us thoroughly. We look forward to continued support from Array Networks now and in the future.”
4. Is Array focusing on some specific verticals? Can you explain?
Array has always focused on government and BFSI sectors as these have been strong verticals for us in terms of growth. Recently, we have strengthened our focus on the banking sector by adding 25 new customers. In the next year, we plan to focus on capturing large market opportunities in different verticals – manufacturing, PSUs, IT/ITeS etc. With our latest product addition in portfolio, we are targeting enterprise segment in a very big way.
5. What is the future roadmap of the company in the 2015-16 FY and what turnover is targeted to be achieved?
We expect this FY to be a milestone in terms of customer addition and revenue growth. Array Networks will relentlessly work to deliver quality products and continue to thrive in the epoch of competition.
6. What was the motivation for partnership with Syferlock
There is a big need for enterprise and SME segment to enhance their security features in order to meet increasing demands of data breaches. Furthermore, enterprises look for a cost effective SSL VPN solution integrated with two-factor and multi-factor authentication. We will offer an additional layer of security to customers to deal with increasing incidents of cyber-attacks. To add a new dimension to secure authentication for Indian enterprises, we have incorporated our SSL VPN solution with SyferLock’s Software-Based Authentication.
7. Please share a brief on last year achievements (2014-2015)
From web sites to e-commerce to enterprise applications to cloud services, Array solutions deliver a premium end-user experience and demonstrable security while ensuring that revenue and productivity gains always outweigh capex and opex. We added over 100 customers last year and our customer retention rate is almost 99.99%. We believe that our fundamental strategy has been sound and we intend to adapt some of the best business strategies to grow in markets to continue being successful. One of the notable achievements for us was the tie-up with NxtGen and Toshiba, where we deployed SSL VPN and secure remote access gateways. We have introduced FIPS compliant secure access gateway and APV series. Please share a brief on last year achievements (2014-2015). Recently, Gartner recognized Array’s WAN optimization in its 2015 Magic Quadrant.